The Case for Creating Value Before Claiming Value

first_imgThe devil is never a maker,The less that you give, you’re a taker.— Ronnie James Dio, Black Sabbath, Heaven and HellMy friend Mike asked where he could find this post on my site. I hadn’t yet written it, even though the idea exists in a bunch of posts here.Your Intentions MatterYour intentions matter. Continually banging away at your dream client asking for an appointment to pitch them is all about you. You want an appointment. You want to do a needs analysis to help them discover the gaps in their performance. You want a chance to compete for their business. That’s all well and good (and necessary), but what’s in it for your dream client?By creating value for your client by providing them with ideas, insight, and value in front of an opportunity, you establish that your intention is to create value for them–not just claim value for yourself. You also do this by creating value through the sales process.Your intentions betray you, for good or for ill.You Become KnownWhen you create value in front of an opportunity, sharing value-creating ideas with your dream client, you become known. You have no idea when an opportunity it going to present itself or when your dream client is going to become dissatisfied enough to take action. At that point, you are either known, or you are not.You are not a secret agent. You need to be visible, accessible, and well known long before there is ever an opportunity. Creating value in front of a deal makes you known.You Build Your CredibilityIt isn’t enough to be known. One salesperson has called me every quarter for over ten years. He is always “Just checking in to touch base.” In ten years he has never once shared a useful idea, provided me with a unique view on an industry trend, or warned me of something I might be getting wrong.When you create value before claiming any, you are not only known, you are known as a value creator. Your credibility grows when you prove you have business acumen and the situational knowledge.You Demonstrate Your CommitmentThe hapless, helpless salesperson above isn’t really committed to working with me. If he was, he wouldn’t call every 90 days with no communication between quarters.Continually creating value before claiming any demonstrates that you are in this thing for the long haul, that you aren’t going to give up, give in, and call it quits. It demonstrates commitment and persistence, two qualities your dream client hopes you have when it comes to helping them produce better results.Deposits Before WithdrawsYou can’t withdraw value from an account where you have made no deposits. If you try to, you quickly discover that you are overdrawn and that there is a penalty to be paid. That penalty is usually a loss of trust and the loss of the relationship.By making deposits over time, you build up your account balance. When it is time to withdraw some of that value, it’s easy because you’ve got more than enough to cover it.QuestionsWhat do you do to create value before claiming any?What happens when someone tries to claim value from you before they’ve created enough? How do you feel about that person?When you need something, who do you call? How do you know to call them?How long do you persist in creating value and making deposits before you can claim any part of the value you create?last_img read more

Dabholkar murder: Pune court remands right-wing lawyer Punalekar, aide in judicial custody

first_imgA special court on Tuesday directed that advocate Sanjeev Punalekar, counsel for fringe right-wing outfit Sanatan Sanstha; and his aide, Vikram Bhave, be sent to judicial custody in connection with the murder of eminent rationalist Narendra Dabholkar.Mr. Punalekar and Mr. Bhave, who were first arrested by the CBI on May 26, were produced before court on Tuesday on expiry of their CBI custody.The court of additional sessions judge R.M. Pande denied the CBI’s plea seeking a further extension of the custody of the accused. It observed that the CBI did not make any fresh progress in the investigation when the accused were in custody.Mr. Punalekar and Mr. Bhave have been alleged by the investigating agency to have participated in the conspiracy to murder Dabholkar, in destruction of evidence and in aiding and abetting Sachin Andure and Sharad Kalaskar, named as the assailants of the late rationalist.Special Public Prosecutor Prakash Suryavanshi argued for a 14-day custodial extension, saying the CBI needed time to analySe the data retrieved from Mr. Punalekar’s laptop and mobile phone seized during his arrest.Mr. Suryavanshi submitted that Mr. Punalekar harboured one of the accused Sanstha members in the 2009 Madgaon blast in Goa. He said the CBI needed more time to probe how Mr. Bhave conducted the reconnaissance before Dabholkar’s murder and interrogate him to uncover details of the getaway motorbike used by the alleged two shooters.Arguing against the CBI’s plea, defence counsel Virendra Ichalkaranjikar said the CBI’s allegation against Mr. Punalekar of participating in the murder conspiracy was “not tenable.”“The CBI claims that Mr. Punalekar had advised alleged shooter Sahard Kalaskar in June 2018 to destroy the pistol used in a crime that occurred in 2013. This vague, ‘post-incident’ allegation does not hold water. Furthermore, despite seizing advocate Mr. Punalekar’s laptop and mobile on May 27, the CBI has made no progress to retrieve data,” he said.In September last, while seeking an extension of Kalaskar’s custody, the CBI told the court that in July 2018, the accused dismantled four country-made pistols and thrown them in the creeks of Greater Mumbai and Thane. It also suggested that one of the firearms could be the weapon used to kill Dabholkar.In his statement to the CBI last year, Kalaskar allegedly said that Mr. Punalekar, known for his defamatory statements against Dabholkar, had asked him to destroy the weapons.According to the CBI, Kalaskar further revealed that it was the Thane-based Mr. Bhave who planned the reconnaissance, pointed Dabholkar to the assailants and even planned the getaway route for the shooters after the crime.Besides the arrests of Andure, Kalaskar and Dr. Virendra Tawde – said to be the alleged mastermind of the murders of Dabholkar and veteran Communist leader Govind Pansare – the CBI has arrested Amol Kale, Amit Digvekar and Rajesh Bangera in connection with the conspiracy to kill the two rationalist-thinkers.Kale, Digvekar and Bangera, who were granted default bail in December last in the Dabholkar case, are presently incarcerated in a Bengaluru jail for their roles in the killing of activist-journalist Gauri Lankesh.last_img read more

Maharashtra continues to dole out sops to struggling real estate sector

first_imgAs part of the series of concessions being granted to the real estate sector, which is facing a credit crunch, the State government aims to help relax the ban on construction in the buffer zone around flamingo sanctuaries in Mumbai and Thane.Ahead of the Assembly polls, the State government is pushing the Union Ministry of Environment, Forest and Climate Change (MoEFCC) to notify Eco Sensitive Zones (ESZs) around the sanctuaries. The notification will help real estate developers seek a relief from the ban imposed by the apex court on construction within the buffer zone. Real estate bodies have submitted an affidavit to the courts on the need to lift the ban for the benefit of the industry. ‘Fast-track proposal’According to the Supreme Court directive dated December 11, 2018, unless the State government notifies ESZs, a 10-km buffer has to be marked from the boundaries of flamingo sanctuaries. As per the directive, construction will be banned within or around the buffer zone. Real estate representatives have demanded the proposal to declare the sanctuaries as ESZs be put on the fast track. An environment department official said, “We have done our bit to mark out the ESZs and forwarded the proposals to the (MoEFCC) from the Mangrove Cell of the Maharashtra Forest Department. The developers have moved the courts seeking relief from the ban, which will become easier once ESZs are marked.”In the recent past, the government has relaxed a variety of environmental permissions while lifting cess and premium charges on projects to support the real estate sector. Twelve demands made by industry associations have been approved, including the submission of development proposals simultaneously to the planning authority and the Maharashtra Coastal Zone Management Authority (MCZMA). According to the existing practice, proposals in Coastal Regulation Zone (2) area are submitted first to the planning authority and later to the MCZMA. The government has decided to exempt real estate projects from an online system, which monitors commercial, information technology and green building projects. The Project Proponent (PP) will no longer be made responsible for operation and maintenance of pollution control systems in a housing society. Maharashtra Pollution Control Board regulations mandate that the PP be held responsible for five years for systems installed after the formation of a housing society in a residential project.Last week, Chief Minister Devendra Fadnavis had approved a slew of fiscal concessions to the struggling construction sector, setting the State exchequer back by ₹800 crore. Among the measures were the removal of development cess on the additional floor space index component. The premium charged in case of residential projects was reduced to 35% from 50%, while the commercial charges in the category were brought down to 40% from 60%. The premiums on construction of information technology parks, redevelopment of Maharashtra Housing Area Development Authority structures too was reduced by 50%, officials said.last_img read more

Kemba Walker’s big finish gives Hornets win over Suns

first_imgCharlotte Hornets guard Kemba Walker (15) makes a pass around Phoenix Suns center Deandre Ayton in the first half during an NBA basketball game, Sunday, Jan. 6, 2019, in Phoenix. (AP Photo/Rick Scuteri)PHOENIX — Kemba Walker didn’t have much of an impact in Charlotte’s game Sunday night against the Phoenix Suns — until the final 4 ½ minutes.Then he was the Hornets’ everything.ADVERTISEMENT SEA Games: Biñan football stadium stands out in preparedness, completion Don’t miss out on the latest news and information. LATEST STORIES But four seconds later, Walker converted a three-point play and the Hornets were back on top for good.TIP INSHornets: Charlotte swept the season series with Phoenix 2-0 last season. … Walker ranks second to LeBron James in fourth-quarter scoring at 8.27 points per game. The Suns’ Booker is third (7.50). … Charlotte doesn’t play another home game until Jan. 17 (Sacramento). … The Hornets won for just the third time in nine games.Suns: Crawford joined Dell Curry as the only NBA players, since starting lineups were recorded, with 11,000 career points as reserves. … Booker’s back problem brought an end to 11 consecutive 20-point games for the Phoenix star guard, the second-longest such streak of his career. … Phoenix entered the game fourth in the NBA in steals at 8.98 per game.UP NEXTHornets: At Los Angeles Clippers on Tuesday.Suns: Host Sacramento on Tuesday Sports Related Videospowered by AdSparcRead Next Hotel management clarifies SEAG footballers’ kikiam breakfast issue PH underwater hockey team aims to make waves in SEA Games PLAY LIST 02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games02:11Trump awards medals to Jon Voight, Alison Krauss Tony Parker added 20 points, and Willy Hernangomez and Marvin Williams 16 for the Hornets.T.J. Warren had 23 points, Josh Jackson a season-high 22 and Deandre Ayton 19 for Phoenix. Jamal Crawford scored 16. The Suns’ Devin Booker left the game with back spasms in the second quarter and did not return.Phoenix fell to 0-6 with one game left on a seven-game homestand. The Suns had won five of seven when the homestand began.The Hornets were on the second stop in a season-high, six-game road trip that began with a loss at Denver on Saturday night.Walker was 5 of 8 from the field and 7 of 8 on free throws in his late surge, which ended with a basket at the final buzzer from just beyond midcourt. Initially it was waived off but allowed after a video review.ADVERTISEMENT TS Kammuri to enter PAR possibly a day after SEA Games opening SEA Games: Biñan football stadium stands out in preparedness, completioncenter_img “I always said Kemba is one of the most underrated players in the league, even with making a couple of All-Stars,” Crawford said. “He’s just a handful and a guy like that, once he gets it going, he’s pretty much unstoppable.”Charlotte outscored Phoenix 11-4 over the last 1:17, with Walker scoring all of them, after Crawford’s 20-footer put Phoenix up 109-108 with 1:21 to play.Neither team led by more than eight points in the tight contest.“Losing Devin Booker in the first half kind of changed the game plan,” Phoenix coach Igor Kokoskov said. “He’s a big piece, he’s a big part of our team. We had to adjust on the fly and kept the game close.”Kokoskov said he didn’t know about Booker’s availability for Tuesday’s game against Sacramento.There were 13 ties and eight lead changes in the first half, with neither team up by more than six points, and the Suns were ahead 60-57 at the break.Ayton had 15 points and seven rebounds in the first half.Charlotte took an 85-81 into the fourth quarter before the Suns tied it 85-85 on De’Anthony Melton’s 3-pointer from the corner with 11:02 to play.Parker started the subsequent 8-0 run with a layup and ended it with a 16-footer that put Charlotte up 93-85 with 8:55 to play.The Suns came back and repeatedly cut the lead to one before Crawford’s basket finally gave them the lead. Is Luis Manzano planning to propose to Jessy Mendiola? SEA Games hosting troubles anger Duterte Bigger roles ahead for Brian Heruela, David Semerad at TNT MOST READ Private companies step in to help SEA Games hosting LOOK: Joyce Pring goes public with engagement to Juancho Triviño Walker scored 18 of his 29 points in that late surge — punctuated by a halfcourt heave at the buzzer — and Charlotte pulled away to hand the Suns their sixth straight loss, 119-113.“This isn’t anything new,” Hornets coach James Borrego said. “He’s done this most of his career. He’s a fourth-quarter player. He shines brightest in those moments.”FEATURED STORIESSPORTSPrivate companies step in to help SEA Games hostingSPORTSUrgent reply from Philippine ‍football chiefSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsWalker scored his team’s final 14 points.“In these kind of situations my teammates look to me to make big plays and that is what I try to do,” he said. “I try to make the right plays. Tonight was me getting to the basket and finishing. My guys, coaches, they count on me big time in situations like this.” View commentslast_img read more

Ravi Shastri’s exclusive interview with India Today: Top 10 quotes

first_imgTeam India’s new head coach Ravi Shastri sounded upbeat after being appointed to the high-profile position by the Cricket Advisory Committee on Tuesday.As many as 10 former cricketers had applied for the India coach role and five of them were interviewed on Monday by the CAC in Mumbai. Shastri was the frontrunner, thanks to his impressive interview. Besides, Virat Kohli was reported to be in favour of the former team director.WATCH FULL VIDEOIndia Today caught up with him on Wednesday and he said that he was not worried at all about the whole drama that was going on in India about the Team Indian coach’s job.Here are the top 10 things that Shastri said in his exclusive interview to India Today from London.ON SPEAKING TO KOHLI ABOUT WHAT HAS HAPPENED WITH KUMBLEI’ve not spoken to him. I will speak to him. I don’t carry baggage, what happened in the past is not my problem. I will start afresh. Whatever I discuss with Virat will stay between him and me.RAVI SHASTRI ON HAVING SLEEPLESS NIGHTS BEFORE HIS APPOINTMENTI was chilling. No worries. I’m used to this. Didn’t make any difference.ON ZAHEER KHAN AND RAHUL DRAVID’S PRESENCEI think invaluable. The inputs will be invaluable. Even when I was in charge of the team I had a chat with both these players and asked them to spend some time with the boys and share their experience. It’s invaluable. You need some fresh inputs and input always helps.advertisementON BEING GIVEN A LONGER CONTRACT THIS TIMEThis continuity will help. It gives me enough time to make this a team. It has the potential to be number 1 across all formats. ON WORKING WITH KOHLI & COThey’re a great bunch of boys and it will be great to be back with them again.HOW HE APPROACHED THE INTERVIEW WITH THE CACI was Ravi Shastri. Period.WHAT DID HE PRESENT TO THE CAC IN THE INTERVIEWThere are certain things confidential and they remain confidential.ON MSD AND YUVRAJ SINGH2019 is a long way to go. They’re two champion cricketers. We will deal with them when time comes. Will spend time with captain and take things forward.ON VIRAT KOHLI’S FORMHe is a champion and everyone’s entitled for the odd failure. He’s a champion cricketer. He hasn’t reached his peak and the next five-six years will define VK.ON THE TEAM BACKING HIMI must have done something good. It’s an hounor when the teams speaks about you in that fashion. I enjoyed the trust they had in me and the trust I had in them.last_img read more

DSMEs Bailout on Track as Court Rejects Investors Appeal

first_imgzoom  South Korean shipbuilding major Daewoo Shipbuilding and Marine Engineering (DSME) is finally on track to get its USD 6 billion of fresh funds now that the Busan court has dismissed the appeal from a group of individual investors to the bailout plan, Korean newspaper the Pulse reports.As stipulated in the rescue plan, half of the shipyard’s commercial papers are expected to be converted into equity with the rest being rolled over. DSME’s creditors Korea Development Bank (KDB) and Export-Import Bank of Korea (KEXIM) will in exchange provide the company with KRW 2.9 trillion (USD 2.6 billion) of fresh funds.As disclosed, the transaction would push the debt ratio to 300%, compared to 2,732% at the end of 2016.The creditors’ restructuring plan, revealed in late March 2017, sets out three key principles – debt restructuring should come first, financial assistance should follow later, and all stakeholders should bear the burden of losses.However, the plan needed all bondholders to be on board with the plan before it moves forward.DSME’s main debt holder, National Pension Service (NPS), which holds some 30 percent of the company’s corporate bonds, approved of the debt rescheduling on April 17. Later the same day, the company’s remaining investors gave their nod to the proposal.The cash-strapped shipbuilder bounced back to profit in the first quarter of 2017, following stringent self-rescue efforts which included workforce reduction and asset sales.The company’s operating profit for the period reached KRW 291.8 billion compared to an operating loss of KRW 38.1 billion a year before.A similar turnaround was reported for DSME’s net income which reached KRW 261.3 billion for the quarter ended March 31, 2017, against a net loss of KRW 3.4 billion seen in the same three-month period in 2016.Although its profits increased, the company informed that its revenues dropped by 20 percent year-on-year to KRW 2.78 trillion.World Maritime News Stafflast_img read more